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International Trade Negotiation - Coggle Diagram
International Trade Negotiation
Negotiation Techniques
William Ury: Getting to Yes
Cooperative Negotiation
- Ury
Integrative - Alfredson & Cungu
Stuart Diamond
Negotiate
Reframe
Positive No
be soft on people and hard on the Problem
Golden Bridge
Enlarge the Pie
take the emotional temperature
Russel Korobkin: Against Integrative Bargaining
Saunders and Bary:
Distributive Negotiation
Robert Mnookin: When to negotiate and when to fight
Traps: Demonization, Tribalism, Dehumanization, Moralism, Zero-Sum Mentality, Fight/Flight, Call to Battle
Opposed interests
no trust
evil or harmful negotiation partner
You should not always bargain with the devil but more often thatn you feel like it
Be like Spoc
Prepare
Balcony
Alternatives and options
BATNA
Clarification of own Interest
Listen
understand the opposing interests and motives
competitive, win-loose
Fundamental Strategies:
Push for the others resistance point;
convince by influencing beliefs about value
ZOPA and Reservation Points
Framing
- Opening anchor offer
William Ury: From No to Yes
The immportance of a
third side
in a conflict
keep perspective for the parties and find the common ground
Pulnam:
Diplomacy and Domestic Politics
- The
Logic of two-level games
maximize ability to satisfy domestic pressures on the internatinoal level while minimizing the adverse consequences of foreign developments
Level I
bargaining between the negotiators leading to a tentative agreement
Level II
separate discussions within each group of constitents about wether to ratify
The relative size of the respective Level II win-sets affect the distribution of the joint gains
Larger win-sets make Level I agreement more likely